As we’ve looked at previously, writing well is a key player in drawing in more customers and leads via organic searches.
If you’re not getting the organic traffic that you expect, it’s likely time to start including better written content on your site. To do this, it’s essential to know what Google determines as good content. You'll need to know what to avoid, how to make it engaging and readable to your target audience with an insight to the importance of setting business goals in order for marketing success!
In this article we’re discussing great content. Content can mean a number of things in marketing but in this article I am focusing on discussing content articles, which are online articles that are informative and well written but as they are often commissioned by a business an organisation, they play a part in the sales process. They are not as obvious and glaring as advertorials, they are more closely related to editorial. Although not overtly “salesy” they can occasionally contain bias and will avoid mentioning competitors. We’ll also touch on static website copy (all the other text that sits on your website) and the part that plays in sales and conversions.
Before you consider creating exciting features or content for your website, brainstorm your business goals and what you want to happen when people visit your website. To get the results you desire set marketing goals from the outset in order to develop an effective marketing strategy that is easy to follow and execute. Identifying clear goals and your “why” will help you understand the motivation behind every marketing activity and help you simplify your decisions.
If your goal is to increase sales focus on your website you might consider your plan to focus on having a user friendly site with clear calls to action to increase conversion rate. Conversion rates indicate the amount of people who visit your site who then follow your call to action which could include making a purchase on your site, subscribing to your enewsletter or contacting your business. Find out more about calls to action here.
Other goals include becoming an authoritative resource in your industry or on your area of expertise, improving interaction with your customers and nurturing new leads to eventually convert them into new customers or sales. To achieve these goals you'll want to establish trust on your website with the content you provide and way you present your knowledge. You’ll particularly want to give your customers a reason to come back to your site.
‘On average, consumers visited at least three online stores before making their purchase.’ Minewhat and 81 percent of shoppers conduct online research before making a purchase.
And in the travel industry, 'buyers can visit up to thirty eight sites to plan their holiday.'
To capture those people who are ready to make a purchase upon first viewing of your site or to increase the chances of people coming back, it’s imperative that you foster a sense of trust and knowledge on your product or services. Having compelling content articles and static website copy will instil confidence and security in your potential buyer.
Kissmetrics tells us that ‘Approximately 96% of visitors that come to your website are not ready to buy.’ Give them a reason to come back!
If you're looking to establish your brand and its credibility, you'll also need to look at producing great content.
Keywords: the base of your content articles
Good content is optimised content (SEO stands for search engine optimised), which uses intentional keywords in your content. Keywords are the words or phrases people typically search for whilst using a search engine. For example, if you've set up a business selling BMX bikes in Sydney, ensure that you use these keywords and variations of in your content. Avoid overusing the terms, make it readable and enjoyable and importantly informative for your audience, as Google’s ranking system is hyper savvy and will know when you are “keyword stuffing”. Keyword stuffing is the practice of throwing in a bunch of keywords in your content at the expense of good writing.
You can research the top keywords on sites such as Google Adwords, Google Trends, Keyword Tool, Hubspot’s guide to keyword research to find the best key words to attract your audience to your site. To get a good idea of which key words will work, check out your high ranking competitors and the type of content and keywords that they use.
Tip: don’t forget to include locations in your keywords, particularly if you are a location based services. For example, one of my search terms is “Adelaide copywriter”, given that I am based in Adelaide.
Once you've figured out your key words, get a feel for what people like to read about and care about. Using our BMX shop example, you might want to write about competitions and races that are taking place in the local area, or you might want to write about exciting new and upcoming products that you'll be stocking. Never pad out or over use keywords as this will detract from the quality of your writing and as we’ve discussed here, Google search rankings favours well written material.
‘Sixty percent begin by using a search engine to find the products they want’.
Stay tuned for part two of how to perfect your content writing!